Titlebook: Key Account Management in Business-to-Business Markets; An Assessment of Its Stefan Wengler Book 2006 Gabler Verlag | Springer Fachmedien W

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Key account management controlling,plementing a customer-focused marketing organization like key account management is not meant to merely create value for customers, but profit for the supplying company, which has to be seen as “a consequence of value creation” [Reichheld 1996, p. 3].. Although customer satisfaction, i.e. meeting th

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Analyzing key account management from the perspective of transaction cost economics,cts of key account management mostly lacks a thorough theoretical foundation. In contrast to the relationship marketing literature, which does not offer any idea or only inferior techniques concerning the selection of the most efficient and effective organizational marketing management design, trans

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Challenging the organization: the implementation of key account management,rnally integrated and externally aligned with the corresponding processes of the customer. For integrating and aligning processes with their most important customers, companies often implement key account management. However, the implementation of key account management seems to be rather challengin

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Management implications,ement organizations. Each organizational option has been assessed according to its ability to economize on specific transaction cost economics characteristics. However, these economizing effects have scarcely been put into a management context, i.e. a comprehensive discussion of the costs (set-up co

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Conclusion,ant customers, the decision on the implementation and the design of the key account management organization are of prime interest. Based on transaction cost economics a comprehensive decision-model on the implementation of key account management has been developed which allows companies to base thei

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f the effects of radiation on metals and alloys. When energetic particles strike a solid, numerous processes occur that can change the physical and mechanical properties of the material. Metals and alloys represent an important class of materials that, by virtue of their use in nuclear reactor cores

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f the effects of radiation on metals and alloys. When energetic particles strike a solid, numerous processes occur that can change the physical and mechanical properties of the material. Metals and alloys represent an important class of materials that, by virtue of their use in nuclear reactor cores

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